Continues improvements and change management

  • Remember Hide? Last we met we talked about sales management as being the toughest management job in any company.
  • Dr. See I do.
  • Good, because now we’ll go a little bit deeper. We’ll talk about continuous improvements and change management. Ok?
  • Ok!
  • So, check these pictures out. First you see your family ostriches along the assembly line. Everyone is depending on the others previous work. Saw that, Hide?
  • Yes Mr. See, I did!

  • Ok, now check the picture below! There you’ll see several sales colleagues running in different directions, doing their own little things without any knowing of the colleagues’ activities.

  • See the difference?
  • No, Sir.
  • Ok! Mistakes at the assembly line are immediately identified and thereby quickly repaired, while mistakes done by sales people are hard to detect. It only happens when results drop and then lots of time have passed and other methods are needed.
  • Got it?
  • No, Sir.
  • Ok, when results are down, you mostly don’ know why. Therefore, one must start digging to find what’s wrong. Only that itself takes lots of time. And when one finally has found the problems, one has to start acting and repairing. Time is being lost together with sales result.
  • But Sir, may I ask you a thing?
  • Sure Hide. Go on!
  • Is there a way to quicker identify mistakes in sales and thereby not having the go through the turmoil of change management?
  • Good question my friend! More of that when we meet next. Because then we’ll talk about SALES AUDIT.
  • That’ll be interesting Dr. See.
  • It will Hide! Till then – take care!